Eric Webster

A $2B enterprise software provider just modernized its GTM stack—and the results speak volumes. With Gong (conversation intelligence), Outreach (sales engagement), Demandbase (ABM), Salesforce (CRM), and Adobe Marketo (marketing automation), they built an integrated, insight-driven revenue engine. Cross-functional alignment Streamlined MarTech Scalable seller adoption The full transformation? It’s a masterclass in strategic stack selection. Read the full #AnatomyOfADecision by Kyle James: https://hubs.la/Q03Bj__c0 #SalesTech #MarTech #B2BMarketing #RevOps #SalesEnablement #GTMTransformation

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🌟 The SaaS world moves fast, and scaling efficiently requires strategic alignment, operational rigor, and cross-functional coordination. Fractional COOs are helping early- and mid-stage SaaS companies grow seamlessly while maintaining agility. At 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗥𝗲𝗳𝗲𝗿𝗲𝗻𝗰𝗲, we’re committed to 𝘁𝗿𝗮𝗻𝘀𝗽𝗮𝗿𝗲𝗻𝗰𝘆 𝗮𝗻𝗱 𝗮𝘂𝘁𝗵𝗲𝗻𝘁𝗶𝗰𝗶𝘁𝘆—spotlighting leaders who combine operational expertise with strategic insight to drive measurable results. 👋 𝗠𝗲𝗲𝘁 Dawn Strobel, 𝗙𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗖𝗢𝗢 Dawn helps SaaS companies align strategic objectives with day-to-day execution, ensuring scalable growth without sacrificing agility. She specializes in operational strategy, cross-functional alignment, process optimization, and efficiency audits. Here’s what she’s known for: ✅ Operational strategy for scaling 🏷️ Cross-functional alignment 🌟 SaaS process optimization 🔎 Operational efficiency audits Dawn empowers SaaS teams to scale smarter, improve performance, and operate with clarity—turning strategy into action at every level. 🔗 Learn more about Dawn Strobel and other Fractional COO professionals for SaaS companies here: https://lnkd.in/dSzCuv-R

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Most companies in competitive markets aren’t losing money because of bad sales teams… They’re losing money because of how long it takes to FIND customers who are ready to buy. And the cost of that delay? Far more damaging than you think. In our latest breakdown, we explain why remote BDR teams are becoming the secret weapon in high-competition industries like Energy, Telecoms & MSPs — and how they drastically reduce acquisition costs without hiring internally. Read the full breakdown here 👇 https://lnkd.in/e_gi65K6

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Partner GTM breaks when partners run a different cadence, methodology, and system than the core sales team. In this GTM 36 clip, Rik Schrader explains why pipeline accuracy collapses the moment alignment disappears. One revenue system beats two every time. Full episode and write-up: https://lnkd.in/dYU2WawZ

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Slow handoffs, inconsistent follow-ups, poor routing, disconnected systems — these break deals more than messaging ever will. GTM Engineering rebuilds the underlying workflows so revenue stops leaking through operational gaps.

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Your CS team is bigger. So why isn’t NRR? Despite growing headcount and budget, most SaaS companies are still watching retention slip. The problem? CSMs are spending hours gathering data across siloed systems —not driving outcomes. They were hired to be strategic partners. But without clear customer objectives and aggregated insights, they’re stuck in the weeds. What if your CSMs could start with answers instead of questions? 📖 Read more about the shift that’s putting CS back in the strategic seat Valuance AI https://lnkd.in/gZNTffEZ #CustomerSuccessLeadership #NRR #B2BSaaS

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Most companies treat RevOps like tactical support. That's the problem. RevOps should be your COO for revenue. It's how you execute your entire GTM strategy. Here are good insights from Steve Busby on why most companies get RevOps wrong and what to do about it: https://lnkd.in/gtbxbKV7

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If your partner program feels loud but underperforms, the issue is rarely partner motivation. It is complexity. Too many offers, too many portals, and no clear path to revenue leave partners overwhelmed and disengaged. Vendors that win simplify their GTM motion, focus MDF on what converts, and tie enablement directly to execution. JSG helps vendors cut through the chaos and rebuild partner confidence with programs designed to perform. If your channel needs clarity and results, start here: https://www.jsgnow.com/

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Most enterprise pipelines don’t break down due to “low lead volume,” but they break down due to small strategy gaps that go unnoticed. Real growth comes from the right accounts, the right conversations, and the right timing. Enterprise buyers move differently. Deals involve multiple stakeholders. And revenue doesn’t come from MQL reports — it comes from real buying momentum. If your pipeline looks busy but deals aren’t progressing, it might be time to rethink the approach. Beyond Codes focuses on building qualified conversations that actually convert into enterprise opportunities. If you’re ready to build a consistent sales pipeline, let’s connect: https://lnkd.in/dPyZvXMc #B2BMarketing #EnterpriseSales #LeadGeneration #BeyondCodes #PipelineGrowth

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The fastest way to scale pipeline is focus, not more headcount. On The GTMnow Podcast, Ghazi Masood shared how his team re-architected their SDR motion to unlock growth: 🟢 Early on, hybrid SDRs covering inbound and outbound worked fine. 🟢 But to scale, they split the team into dedicated inbound and outbound roles. 🟢 That clarity created sharper behaviors, better outcomes, and a healthier funnel. A simple structural shift, but one that multiplied results. Watch the full episode on YouTube: https://lnkd.in/ga6Wfv-Z

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Presales Leader: “We want to show our impact.” Homerun: “How are you sharing your presales data across the org?” Presales Leader: “We have 3 SE fields in SFDC.” Homerun: “We need to chat…” Your SE/SC/SA team learns incredibly value information as they work their deals. That means you should be sitting on TONS of 'presales data' that no one else in your company has… but everyone wants. Examples? ----- 💰 SALES: What are the technical blockers putting deals at risk so we can strategize before we lose them? 🛠️ PRODUCT: What are the product gaps that are losing us deals so we get you work-arounds before we lose them... and so we can prioritize our roadmap to be more competitive? 🤝 POST-SALES / CUSTOMER SUCCESS: We want a pre-sales to post-sales transition that doesn't kill all the goodwill that you built up getting them to close... so tell us EVERYTHING you did, showed, talked about, tested, proved, are concerned about, and committed to during the entirety of the technical sales cycle! We want it ALL! 👋 PRODUCT MARKETING: What defines good vs. bad ‘technical fits’ to guide our ICP definitions, collateral creation, and lead gen efforts? 📈 C-SUITE: How can we close more deals, faster as a company to hit our revenue targets and growth goals? ----- You have the Presales Data to help all these teams be more successful… so… 💬 Share it 💪 Make an impact 💸 Show your value 🪑 Earn your seat at the table ----- Not sure how to capture all this presales data? Or even what data to capture? Worried about adding ‘admin burden’ to your SE/SC/SA team? Request a demo of Homerun Presales and let us show you the way: https://lnkd.in/g_85xBB2 There’s a reason Homerun is the #1 presales platform... that customers call Homerun "world-class presales in-a-box" with all the ‘presales AI’ you need... that we have an 8-year track record of success working with your fellow presales peers from publicly-traded companies to startups. Let’s chat. 😎

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GTM success isn’t just about what you launch—it’s how your org plans and aligns before anything goes live. This month, Legacy members are opening up about how they run GTM strategy sessions: • Who’s in the room • What cadence works • What frameworks drive clarity • How they keep alignment from falling apart post-meeting No fluff. Just real operating models from senior leaders responsible for go-to-market results. If you’re looking for peers who actually share what works—Legacy might be the community for you. Learn more and request to join: https://hubs.ly/Q03vtwBm0 #GTMLeadership #LegacyExecutiveClub #CrossFunctionalAlignment #ExecutiveStrategy #RevenueLeadership #LeadershipCommunity

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Most SaaS sales organizations don’t struggle with execution rigor. They struggle with what happens after rigor is introduced. Deal standards improve. Qualification language tightens. Forecast calls sound sharper. But under pressure, something breaks. Coaching collapses back into deal inspection. Managers review what is happening, not why it keeps happening. Skill gaps stay invisible until results flatten. The system holds. The capability doesn’t. Execution rigor without enforced coaching standards eventually eats itself. Most CROs don’t see this as a leadership problem at first. It looks like noise. Or variance. Or a talent issue. By the time it’s obvious, the damage is already done.

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The average organization underestimates its SaaS footprint by 2-3x. That’s a lot of surprise renewals, shadow IT, and wasted spend hiding in plain sight. The solution? Continuous SaaS discovery. Not a one-time audit. Not a spreadsheet exercise. ✅ Real-time visibility into every app ✅ Automated tracking (no more chasing down departments) ✅ Insights to take action before waste piles up Bottom line: You can’t manage what you can’t see. Dive deeper into why SaaS discovery is the foundation of effective SaaS Management: https://lnkd.in/gYyczEHu

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Hot take. Your next big GTM move might not be a hire. Today’s GTM teams are less about headcount and more about alignment. Product, marketing, sales and CS acting as one crew instead of four separate planets. The surprising part. Most companies already have these roles. They’re just not working together yet. In our new post, we walk through: - how modern GTM teams work - which roles matter the most - why product plays a huge part - and how to build a repeatable revenue engine with the people you have GTM is a mindset first. Org chart second. 👉 https://lnkd.in/dkEfJ5X6 #GTM #GoToMarket #RevOps #SalesLeadership #MarketingStrategy #SaaS #LeadIQ

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𝐆𝐓𝐌 𝐭𝐞𝐚𝐦 𝐞𝐱𝐩𝐞𝐜𝐭𝐚𝐭𝐢𝐨𝐧𝐬 𝐚𝐫𝐞 𝐨𝐟𝐭𝐞𝐧 𝐡𝐢𝐠𝐡𝐞𝐫 𝐭𝐡𝐚𝐧 𝐰𝐡𝐚𝐭 𝐨𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬 𝐜𝐚𝐧 𝐫𝐞𝐚𝐥𝐢𝐬𝐭𝐢𝐜𝐚𝐥𝐥𝐲 𝐬𝐮𝐩𝐩𝐨𝐫𝐭. As pressure builds around pipeline, forecasts, and timelines, misalignment between strategy, execution, and outcomes can quietly strain teams. 𝐌𝐚𝐧𝐚𝐠𝐢𝐧𝐠 𝐢𝐧𝐭𝐞𝐫𝐧𝐚𝐥 𝐞𝐱𝐩𝐞𝐜𝐭𝐚𝐭𝐢𝐨𝐧𝐬 𝐢𝐬 𝐚𝐬 𝐢𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐭 𝐚𝐬 𝐦𝐚𝐧𝐚𝐠𝐢𝐧𝐠 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞. Clear priorities, honest signal interpretation, and realistic timelines help GTM teams stay focused without burning out. 𝐖𝐡𝐞𝐧 𝐞𝐱𝐩𝐞𝐜𝐭𝐚𝐭𝐢𝐨𝐧𝐬 𝐚𝐫𝐞 𝐚𝐥𝐢𝐠𝐧𝐞𝐝 𝐰𝐢𝐭𝐡 𝐝𝐚𝐭𝐚 𝐚𝐧𝐝 𝐜𝐚𝐩𝐚𝐜𝐢𝐭𝐲, 𝐭𝐞𝐚𝐦𝐬 𝐨𝐩𝐞𝐫𝐚𝐭𝐞 𝐰𝐢𝐭𝐡 𝐜𝐥𝐚𝐫𝐢𝐭𝐲, 𝐜𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞, 𝐚𝐧𝐝 𝐬𝐮𝐬𝐭𝐚𝐢𝐧𝐚𝐛𝐢𝐥𝐢𝐭𝐲. Stay updated. #marketwavegen #gtmstrategy #revenueoperations #demandgeneration #pipelineperformance #b2bmarketing

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